For Chinese exporters, how to evaluate the buyer with new enquiry?
Post 1 of 56
I would like to share my business experiences for more than 18 years with all readers. I know English well, I can read and write Spanish(only poor spoken spanish), and I can understand a little Japanese. So,I have met many foreign buyers and got too much enquiries for which I have got some ideas about how to evaluate the new buyers and their new enquiries.
I think that many chinese exporters feel puzzled at the most cases that the newforeign buyers won't go on,even disappear without answers after they made their offers.And some new buyers would only eye on searching the Direct Offers from manufacturers.
Why? In fact most of the foreign buyers except most of the Japanese buyers,are searching any product at the pricing level as cheaper as it can with their psychological satisfactions only on the Direct Offers instead of that with the normal attitudes of partnerships.So,you will get many same enquiries and even can find several same enquiries appeared on many websites.
Some foreign buyers will not continue or even disappear after you make an offer. This is because those buyers have their psychological satisfactions only on the Direct Offers and hope to compare the prices.They just eye on the cheapest price to get and have no idea for establishing partnerships for long-term.They do not know China.Such cases seldom behaved by most japanese people,because japanese businessmen always pay much attention to the Safe Business, Reliable Person to deal with,Comunications and understanding without problems,Acceptable/Good Quality of the Product,Feasible Price(actually Japan can accept all the prices of world-levels as it is the 2nd large economic body in the world now),and also the Stable Supplies.Japanese businessmen never eat their words and not easy to change the existent channels.
That is why we can not neglect their enquiries and even the samplings,that it would shows that all we have do is worth. Now the world is changing much. Businessman is always busy. Chinese exporters shall pay much attention to the existent old customers for what they need and what they would be possible to purchase.No need to reply all the“floating" new enquiries one by one,at least no hurry to do so,because you need time to clarify where and how those enquiries come,who they are,for what they buy,etc.
So you can save your time to do something more valuable.
I think that many chinese exporters feel puzzled at the most cases that the newforeign buyers won't go on,even disappear without answers after they made their offers.And some new buyers would only eye on searching the Direct Offers from manufacturers.
Why? In fact most of the foreign buyers except most of the Japanese buyers,are searching any product at the pricing level as cheaper as it can with their psychological satisfactions only on the Direct Offers instead of that with the normal attitudes of partnerships.So,you will get many same enquiries and even can find several same enquiries appeared on many websites.
Some foreign buyers will not continue or even disappear after you make an offer. This is because those buyers have their psychological satisfactions only on the Direct Offers and hope to compare the prices.They just eye on the cheapest price to get and have no idea for establishing partnerships for long-term.They do not know China.Such cases seldom behaved by most japanese people,because japanese businessmen always pay much attention to the Safe Business, Reliable Person to deal with,Comunications and understanding without problems,Acceptable/Good Quality of the Product,Feasible Price(actually Japan can accept all the prices of world-levels as it is the 2nd large economic body in the world now),and also the Stable Supplies.Japanese businessmen never eat their words and not easy to change the existent channels.
That is why we can not neglect their enquiries and even the samplings,that it would shows that all we have do is worth. Now the world is changing much. Businessman is always busy. Chinese exporters shall pay much attention to the existent old customers for what they need and what they would be possible to purchase.No need to reply all the“floating" new enquiries one by one,at least no hurry to do so,because you need time to clarify where and how those enquiries come,who they are,for what they buy,etc.
So you can save your time to do something more valuable.
21 Sep 2006 20:07
Post 2 of 56
Replying to [Yuejin]: I am a new buyer , a small buyer and look at this community in utter amazement. For an individual with limited resources to be capable of doing a trade in china would have been impossibile but for a forum like this. I have had hundreds of quotation from suppliers all over china for the same product. I have to do a detailed evaluation which takes time. I would prefer the manufacturer even at a higher cost because they appear less risky to do business. How can you verify the standing of Agents?. Many agents just get prices from the manufacturers and add a hefty margin , provide a quote and think they can win a contract. They may never hear from me again. I am small today but i have the potential to become big tomorrow. Certainly I will remember and reward those people who have helped me on the way. All companies had their origin in a small business, a good idea and a hard working individual behind it. They need the support of big businesses. So please do not neglet a small enquiry. Who knows he could become on day your biggest supplier!
Also dont just try to sell things to make small money. Try to understand the business and offer products that will provide a win for your customer and at a price that he can make money and flourish. This means you need to do more research of end user selling prices. Dont forget to add transport cost and Customs duty , taxation in the equation. Last but not least is that be Innovative, Bring in new or attractive products and try to differenciate yourself from others in some way. Dont quote if you know you dont have any Cost Advantage in the market . You are only wasting time for every one. Hope this helps
Also dont just try to sell things to make small money. Try to understand the business and offer products that will provide a win for your customer and at a price that he can make money and flourish. This means you need to do more research of end user selling prices. Dont forget to add transport cost and Customs duty , taxation in the equation. Last but not least is that be Innovative, Bring in new or attractive products and try to differenciate yourself from others in some way. Dont quote if you know you dont have any Cost Advantage in the market . You are only wasting time for every one. Hope this helps
21 Sep 2006 21:15
Post 3 of 56
Replying to [sivaras]:
Very good idea!
I benefit a lot from what you mentioned in your post.
As a professional sourcing or purchasing agent in China, we may seek for reliable buyers and pay attention to every small order. In my opinions, setting up a good artnership with buyers and sellers is very important in international transactions.
Very good idea!
I benefit a lot from what you mentioned in your post.
As a professional sourcing or purchasing agent in China, we may seek for reliable buyers and pay attention to every small order. In my opinions, setting up a good artnership with buyers and sellers is very important in international transactions.
21 Sep 2006 22:50
Post 4 of 56
Replying to [Yuejin]:
![[em19]](http://img.alibaba.com/images/eng/style/icon/emoticons_great.gif)
Thanks for your kindly informations. Sometime, we should be patient with our new buyer and new enquiry. Meanwhile, please send an email to follow up,but not email everyday.
Best regards,
Tony Han.
Thanks for your kindly informations. Sometime, we should be patient with our new buyer and new enquiry. Meanwhile, please send an email to follow up,but not email everyday.
Best regards,
Tony Han.
21 Sep 2006 23:30
Post 5 of 56
Replying to [sivaras]:
I feel you said very good,Yes,When we do business with our customers ,we must do search of the market and also think for them,then we will do better .
Need more study!!
I feel you said very good,Yes,When we do business with our customers ,we must do search of the market and also think for them,then we will do better .
Need more study!!
21 Sep 2006 23:33
Post 6 of 56
Replying to [Yuejin]:
Thanks for your kindly informations. Sometime, we should be patient with our new buyer and new enquiry. Meanwhile, please send an email to follow up,but not email everyday.
Best regards,
Tony Han.
Thanks for your kindly informations. Sometime, we should be patient with our new buyer and new enquiry. Meanwhile, please send an email to follow up,but not email everyday.
Best regards,
Tony Han.
21 Sep 2006 23:43
Post 7 of 56
Replying to [ladl]:Thank you for your teaching,it is very important for me!
22 Sep 2006 06:10
Post 8 of 56
Replying to [Yuejin]:
![[em1]](http://img.alibaba.com/images/eng/style/icon/emoticons_smile.gif)
It is good to read a chinese exporter mind and experience with world.But you should also understand the need and the priority of the customer which is different from country to country . when you match you are a great winner.
It is good to read a chinese exporter mind and experience with world.But you should also understand the need and the priority of the customer which is different from country to country . when you match you are a great winner.
22 Sep 2006 07:55
Post 9 of 56
Replying to [sivaras]:
your article was well written, and i really enjoyed reading it. i just ordered a small sample of mp4 players only 2 to be exact, this is my first time ever trying international trade, i dont have the $20,0000 or more needed to purchase the minimum 500 items, if these samples do arrive, and are of good qaulity, i will do every thing in my power to raise the capitol to purchase more. as long as im dealing with a reputable and trustworthy supplier, so please dont discount the little guy we are just as serious as you big dogs. and also you cant fault anyone for shopping around trying to find the least expensive item, every body wants to save money. how can i know if im dealing with a wholesaler as opposed to the manefacture on here?
your article was well written, and i really enjoyed reading it. i just ordered a small sample of mp4 players only 2 to be exact, this is my first time ever trying international trade, i dont have the $20,0000 or more needed to purchase the minimum 500 items, if these samples do arrive, and are of good qaulity, i will do every thing in my power to raise the capitol to purchase more. as long as im dealing with a reputable and trustworthy supplier, so please dont discount the little guy we are just as serious as you big dogs. and also you cant fault anyone for shopping around trying to find the least expensive item, every body wants to save money. how can i know if im dealing with a wholesaler as opposed to the manefacture on here?
22 Sep 2006 12:21
Post 10 of 56
Replying to [Yuejin]:Sometime we should be patient with our new buyers.
22 Sep 2006 15:42
Post 11 of 56
Do you Chinese guys know that most of your enquiries are not from real Buyers ... they are from western people who are THINKING ABOUT setting up a business.
They cannot re-sell your goods when they make the enquiry. They are just doing research trying to start a business.
Only about 1 in 20 of these will start a business ... and this takes about 6 months in the West.
All you can do is give best price and be friendly but don't waste your time worrying that you have done something wrong. It is impossible that these researchers could buy your things.
The few who do go on to start a business might come back to you many months later if they have good memories about you.
Just play the numbers game. Only 1 in 100 enquiries will result in a sale ... that's how the real world works in enquiries to China from the West.
22 Sep 2006 16:17